约克大学舒利奇商学院Chris Bell教授再次莅临我院海外教授论坛

（通讯员 周婉婷）2025年6月28日，约克大学舒利奇商学院的组织学教授、湖南师范大学商学院潇湘教授Chris Bell教授莅临我院海外教授论坛，作题为“谈判的艺术与科学”的学术讲座。本次讲座由湖南师范大学商学院阳毅副教授主持。

Chris Bell教授以其丰富的教学和研究经验，为在场师生带来了一场生动而富有启发性的谈判课程。他首先从谈判的基本特征入手，详细讲解了谈判中的“双赢思维”与“价值创造”，并通过两个互动游戏让师生们亲身体验谈判的奥妙。在第一个游戏中，Bell教授模拟了“分配式谈判”场景，参与者需要围绕价格展开博弈，目标是在有限的资源中争取最大利益。通过这一游戏，大家深刻理解了“目标点”“抵抗点”和“谈判区间”等核心概念。第二个游戏则聚焦“整合式谈判”，参与者需要通过合作发现潜在价值，创造双赢局面。

Bell教授强调：“谈判不仅是利益的争夺，更是关系的构建。整合式谈判能够为双方带来更稳定、更长久的合作。”讲座中，Bell教授还分享了谈判中的关键策略，如BATNA（最佳替代方案）的重要性、诚实与信任的平衡、以及如何避免常见的谈判误区。他特别指出：“谈判中最常见的错误是未能识别对方的真实需求，或过于关注价格而忽视其他利益。”

讲座结束后，阳毅副教授在总结中对Chris Bell教授的精彩演讲表达了诚挚感谢，并期待未来能进一步加深合作，为学院师生创造更多学术交流机会。

湖南师范大学商学院教师及MBA学生80余人参加了本场讲座。

专家简介：Chris Bell is Professor of Organization Studies at the Schulich School of Business, York University, Toronto, Canada, and a Xiao Xiang Professor at the Business school of Hunan Normal University, Changsha, Hunan Province, PRC. Professor Bell has designed and taught courses at the undergraduate, MBA, and PhD levels, earning a teaching nomination in the Schulich School of Business MBA program. His research explores the personal and social aspects of work, including justice and fairness, ethical reasoning, moral emotions, organizational de/humanization, and leadership. Professor Bell’s research has appeared in the Journal of Business Ethics, Business Ethics Quarterly, Human Relations, Journal of Organizational Behavior, and Journal of Personality and Social Psychology. He is an associate editor at Social Justice Research, the flagship journal of the International Society for Justice Research and co-founder of the International Workshop on Organizational Justice Behavioral Ethics, which attracts leading justice scholars to its biennially meetings in Europe. He served as a guest editor on three special issues associated with the workshop in Human Relations, the Journal of Business Ethics, and the Journal of Organizational Behavior. His research has been recognized through the Schulich School of Business Research Excellence program and an Academy of Management best paper award.